• Treat people fairly. When people feel you’re being fair with them, they’re more likely to make real commitments. If they think you’re trying to cheat them, they’ll walk away in a huff. You won’t get commitment unless the other party feels you’re sincerely trying to do what’s right.

• Listen actively. Don’t plan what you’re going to say while the other side is talking. Pay attention to what they’re saying so you know where they’re coming from and what they really want. When your response makes it clear that you’ve really been listening, they’ll be more willing to listen to your proposals.